Somewhere it is written that it takes 21 days or more to change a habit or establish a new one. (Although I am sure under the right pressures those days can be shortened.) If it is really the case that it takes 21 days then you should use that number when establishing how many times you are going to speak with your customers/clients.
Meeting With A Client
First, you cannot bug your clients/customers for twenty-one straight days. That is simply insane and they are in their correct judgement to bar you from the door. If you have an established call cycle that you are working with to obtain clients then you can spread those twenty-one days over a number of weeks or months.
Now you are probably saying to yourself that spreading out twenty-one customer contacts over the calendar can really make your sales cycle longer than it should be. Yes, that is very true, it would definitely do that. Unless you are sitting on a huge pile of cash, that probably is not going to be a good thing for you to waste that time. So instead divide that number by three and you will come up with seven different times you are going to contact your client/customer.
Okay, but didn’t you just say that it takes 21 days to change a habit, you ask. I did and the number seven is the number of times you are going to contact your customer through three different means. Those different methods are:
- Face to face meetings
- Telephone conversations
- Webinars
- YouTube Videos
- Podcasts
- Mailers
- Newsletters
- Blogs
- Tweets
- Emails
- Brochures
- And anything else that puts you in front of the customer.
The key is to keep your message consistent and with value to your client/customer. Remember they have reached out to you and/or have done business with you in the past. Therefore they are initially receptive to the information you have to offer. If you have done your intelligence of the market and customer correctly then it should be easy for you to offer value.
Erroin A. Martin 
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